056: Dave Enmark | Cycling Through the Emotional End of the Sales Process

Takeaways

1. Intellect vs Emotion: People don’t buy for intellectual reasons. They buy emotionally and then rationalize their decision after the fact. Rather than doing a feature/benefit vomit, get to know the person you’re attempting to sell to and understand what is motivating their desire to change.
2. Define the Theme of the Opportunity: If you’re able to define the top 2-3 business drivers of an opportunity (I’m talking real pain, not just indicators of pain) you should be able to define an overarching theme for each individual opportunity. This will help you overcome typical objection BS by getting back the prospects real “why.”
3. Create a Close Plan: Hope is not a strategy. I’ve heard way too many reps tell me they’re going to close a hot lead in 30 days, yet they can’t tell me a single step they need to take in order to get there. Creating a close plan forces you to think through a realistic timeline and put anchors on a calendar by listing every meeting you still need, which pieces of content the prospect will likely need, who from your team will need to get involved, and dates each of those will happen.

Full Notes

https://www.salestuners.com/dave-enmark/

Book Recommendation

• Ego is the Enemy by Ryan Holiday

Sponsors

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